Author Archives for Craig Ferrara

Craig Ferrara

About Craig Ferrara

Craig Ferrara is the Vice President of Client Operations for our sister company, AG Salesworks. He has extensive experience in the sales and teleprospecting process. Craig has been at AG Salesworks since 2003 and has successfully created and managed, demand generation programs and departments for over 400 B2B tech companies over that time.

Who Should Own Sales Development: Sales or Marketing?

September 7, 2016 9:00 am Published by Comments Off on Who Should Own Sales Development: Sales or Marketing?

Why can’t sales and marketing just get along?  It would be in everyone’s best interest if we could all just sit down, sing Kumbaya, and share our peace pipe! When you drill down into the complexities of each of their... Read More »


Managers: Do You Need to Revisit Your Sales Development Objectives?

Managers: Do You Need to Revisit Your Sales Development Objectives?

April 25, 2016 9:00 am Published by 1 Comment

Leading by example seems to be an obvious trait that we should all expect from our leadership. I’ve always found it all too common and difficult to relate to managers, peers, or even subordinates who are willing to offer advice on strategies (often unsolicited) when it seems that they rarely, if ever, follow their own words.


The Best Traits to Look For in Sales Development Candidates

The Best Traits to Look For in Sales Development Candidates

February 15, 2016 9:00 am Published by 1 Comment

I’ve been interviewing sales development candidates for over 10 years now. As you can imagine, I’ve met just about every kind of aspiring sales reps out there. Over that time I’ve often caught myself seeking the same, obvious traits in people hoping to explore sales for the first time. Do they have the drive? Do they seem intelligent? Are they articulate? Can they think on their feet? How do they deal with adversity? Will they fit in with the team?


Overcoming Cold Call Reluctance- 3 tips for new SDRs

Overcoming Cold Call Reluctance: 3 tips for new SDRs

November 23, 2015 9:00 am Published by Leave your thoughts

I think it’s safe to say that nearly everyone in the sales game had humble beginnings. Some of you may have had the fake bravado on the outside when you started, but on the inside, like me, you were probably scared out of your mind. I’ve found that many sales reps I’ve trained over the years experience call reluctance at the start of their sales development career. They are hesitant to pick up the phone because, despite hours of sales training, they never feel fully prepared.


Sales Managers: Don’t Forget Where You Came From

Sales Managers: Don’t Forget Where You Came From

October 26, 2015 9:00 am Published by Leave your thoughts

Early on in my career I recognized that the strongest corporate cultures truly took the 'people-first' approach to heart. It seemed obvious to me that every company would adopt this approach but I have been unpleasantly surprised more than a few times. I always found it comical when other organizations I worked for, who didn't necessarily adopt that style, soon saw a backlash from their key players.


5 Ways to Prevent Bad Data from Ruining Your Sales Development Process

5 Ways to Prevent Bad Data from Ruining Your Sales Development Process

October 12, 2015 9:00 am Published by Leave your thoughts

One of the most consistent themes I've seen with struggling marketing campaigns is inaccurate data. It has been, and continues to be, a thorn in the side of all inside sales and sales development reps. We all want to believe that the data we collect from trade shows, list vendors, webinars, and website visitors are all certified gold, but that isn't always the case.


3 Tips to Ensure SDR Training is Internalized

3 Tips to Ensure SDR Training is Internalized

August 24, 2015 9:00 am Published by 3 Comments

If you’ve been managing a team for over a year you’ve inevitably dealt with a struggling sales development rep who feels like they have all the answers, yet their performance doesn’t necessarily dictate that. The last thing you want to see is a glazed over look followed by a head bob when you’re asking them if the suggestions you’re putting out there make sense to them. Sure, they can TELL you they’re putting your suggestions into practice but you can never really know.


7 Issues That Affect Sales Campaign Success

7 Issues that Affect Sales Campaign Success

July 27, 2015 9:00 am Published by Leave your thoughts

For the last 13 years I would argue that every single campaign we’ve run is different than the rest, very few are exactly alike. While there may be many similarities, we’re always faced with some kind of unique challenge. Believe me, the differences are something we’re passionate about taking on with everyone of our clients…otherwise we would have run for the hills long ago.


3 Reasons Why Sales Managers Need to Encourage a Real Open Door Policy

3 Reasons Why Sales Managers Need to Encourage a Real Open Door Policy

July 13, 2015 9:00 am Published by Leave your thoughts

I’m sure there are many of us out there who’ve had those bosses that wanted you to feel as if you were their bestie. In reality you wouldn’t trust them as far you could throw ‘em. In the past, most of my superiors with a brain clearly saw the value in establishing trust with the folks they managed but rarely if ever, dedicated the time to make sure they were reinforcing that feeling with the team.


Why Storytelling SDRs Convert More MQLs

Why Storytelling SDRs Convert More MQLs

June 29, 2015 9:00 am Published by 1 Comment

Some of the best sales reps I’ve worked with over the years all really know how to tell a good story. Starting out as a services company it has always been vital for our prospects to understand where we came from and how we landed here today. At the same time any solid sales rep worth their salt should be receptive to hearing their prospect’s story and why their company landed where they are today. Whether you’re offering a service or a product, it doesn’t really matter as long as you (the sales development rep) can see a natural blend and connection between what you are offering and where your prospect wants to be.